Power of Volunteer Leadership in Fundraising

Presenter: Elizabeth Stacey, Philanthropic Solutions

Why do you want Volunteer Leaders?

• They open doors & build relationships
• Prospective donors can’t say no
• More donors and bigger gifts to your annual fund
• They are essential for Capital campaign and Major gifts program

Who are these Volunteer Leaders?

• People who:
• Are willing to make your organization a priority by giving their time, talents and treasure.
• Have a network of influence and are willing to use it on your behalf.
• Are willing to work with your team.
• Have an outstanding reputation and can abide by the ethical standards of your organization.

Why People Become Volunteer Leaders:

• Common Goals:
• Passion for the cause
• Make a difference in people’s lives
• Accomplish results

Volunteer’s Personal Goals

• Friendship/camaraderie
• Business connections
• Skill development
• Stature/recognition
• Spiritual or emotional well-being

How do You Find Volunteer Leaders?

• Start with what you have
• Ideas from opinion makers and community leaders
• Your natural constituency

Recruitment Considerations:

Diversity:

• Gender
• Age
• Business and profession
• Geography
• Skill sets

Recruitment:

• Tell what you do for your organization
• Describe impact on beneficiaries and benefits to the community
• Assess person’s interest and potential
• If strong, request involvement as volunteer leader

Things to Avoid:

• Hard sell, too much detail
• Spending too much time with non-starter
• Negative people

How to Keep Them

(Or What Volunteers Expect From Your Organization)

Motivation and Retention:

• Give them something to do!
• Be an ambassador
• Open doors
• Build relationships
• Chair a fund drive
• Ask for donations
• Be good stewards
• Volunteer orientation and training
• Respect their time and talents
• Support their efforts
• Report results and share news
• Create relationships
• Thank them

A FEW WORDS ABOUT GOVERNING BOARDS

The Governing Board defines and interprets the mission of your organization, sets policy and evaluates programs.

The Governing Board Ensures Resources:

• Establishes Goals and Priorities
• Provides Financial Oversight
• 100% Participation
• Utilize Volunteer Leadership

Obtaining a Face-to-Face Meeting with a Prospective Donor

Making the Appointment

• At an organization activity
• At a community or business event
• Telephone
• Pre-contact letter

Prepare for the Encounter

• Prospect’s background
• Prospect’s involvement
• Prospect’s interests
• Time and place

Making “the Ask”

• Create a connection
• Listen
• Make the case for support
• Ask for the gift
• LISTEN
• Handle Objections
• Propose next step

Possible Solicitation Outcomes:

• A gift is made
• A relationship is deepened
• Information is gathered
• An opportunity for another encounter is created

BEST PRACTICES

For Working with Volunteer Boards and Committees

1. Staff provides volunteers with an orientation at the beginning of their term.

2. Committees meet to discuss or take action on substantive issues.

3. Volunteers receive a meeting schedule in advance for the entire year.

4. Staff collaborates with volunteers to develop meeting agendas.

5. Meeting materials are sent to committee members in a timely manner.

6. Chairs are sufficiently briefed by staff before meetings to avoid surprises on either side.

7. Meetings begin and end on time.

8. Presentations are reviewed prior to meetings and delivered by the most appropriate person.

9. Minutes/meeting notes are taken by staff and distributed to the committee.

10. Volunteers who do not attend meetings receive follow-up communication on volunteer related issues.

11. Staff provides feedback to the Executive Director on leadership succession and volunteer relations issues.